The information age is over. This is the age of GTM intelligence.

Earlier today @OpenAI selected @ZoomInfo as a launch partner in Codex for Work, built for go-to-market teams. Sellers, Marketers, RevOps, and GTM Engineers run ZoomInfo skills right in Codex: find target accounts with buying signals, build contact lists of decision makers, map buying committees, prep meetings, and score pipeline, all on verified data. The work happens where you already are, grounded in data you can trust. Learn more at GTM.AI ; connect to Codex here: lnkd.in/efgjhHGR

An accountant in Vancouver just saved us $120K a year. Prescott Thompson got tired of a close-management vendor. So he built his own using our internal AI platform Mesh. Mesh is our internal AI productivity platform / AI coworker that gives every employee a highly configured agent connected to ZoomInfo’s internal context, systems, data, and workflows. From accountants to sales reps to engineers - Mesh makes every employee a builder who can create AI tools tailored to their own workflows, rather than being a “button pusher” using tools made by someone else. Prescott built PressClose - a full financial close management app with task management across 65 accountants, variance analysis, reconciliation tracking, audit trails, and direct SAP integration. The vendor we were paying $120K/year for was capped at 65 users, had no SAP integration, and our feature requests kept getting met with "it's on the roadmap." Prescott's version does more AND it cost us $0 in incremental licensing. Prescott isn't an outlier. He's one of HUNDREDS of people at ZoomInfo building micro-apps on top of ZI Mesh. A few that particularly impressed me: - Zach Day, an AE in Chicago, is building Company Map - when he's traveling it shows every ICP-matching company within 5 miles, layered with intent signals. He's booking meetings between flights. - Jessica Buchwald's marketing ops team built a campaign generator that took personalized sequence creation from 1.5 hours to 2 minutes per campaign. - Sam D'Arcy in product built a voice-of-customer engine that reads every sales call and pulls out feature requests so PMs don't have to manually review hundreds of calls. - Sarah Austin on our cash application team built an AR Payment Matcher that recovered a $16K payment that had been sitting unidentified for over a year. None of these were on our roadmap. Nobody pinged me on slack asking for my permission. They just saw something broken in their day and fixed it. We now have 550 micro-apps across the company, built on ZI Mesh. All built BOTTOMS UP. If you enable the person who understands the problem to also build the solution, EVERYTHING gets faster. You don’t waste time on spec docs, hand offs or have to translate the use case through 3 layers of PMs and engineers etc etc For leaders implementing AI, our job is to make sure the data infrastructure and security exists AND the people who build something valuable get recognized for it. Do those things and your team will surprise you.

GTM Audience to Ads in a couple of clicks in ZoomInfo GTM Studio is NOW Live!!.🎉🎉 This release has more PMF than anything we've ever released. Samsung, SecureAuth, and Snaplogic are already seeing record high match rates in LinkedIn, Meta, and across the open web. Audiences are always-on: build an audience of newly hired CISOs, when a new one gets hired, they enter the audience. One click to filter out customers or open Opps from CRM. Target PEOPLE, not ACCOUNTS. Zero Waste Marketing. Get early access: gtm.link/studio-ads-early-ac…

ZoomInfo is now LIVE in @perplexity_ai. Pull Zoominfo data using natural language searching- intent, contact and company information directly into your Perplexity workflow - build CSVs, do enrichment, get account conversations. Customers have access, non-customers can PLG in to get 100 free credits. Get building!

Today we're launching Index: a platform for content owners to understand how AI agents use their work, and earn revenue when they do. Our first partners include @TheAtlantic, @FortuneMagazine, @PRNewswire, @PitchBook, @ZoomInfo, @Tracxn, @RocketReachCo, @enigma_data, @fiscal_ai, plus creators @alexeheath, @mariogabriele @azeem, @every, and @packyM.

Most parents want their kids to win. I want my daughter Grace to get her WHOOPED this soccer season - and she's about to!! For years, she's been playing against kids a head shorter - she could show up, dribble through 3 defenders, and feel like A PRO. She literally doesn't know what it feels like to lose. Her first game was last Friday - she got smoked. When her friends asked her how it went she said “I’d rather not say.” I started chuckling - “No Grace, tell them” She's going to get beat all season. She's going to have to focus more and practice more. She can't let her team down - and she knows it. I said to my wife, Jessica that night: "This is the best thing that's happened to her all year." Why? Because getting your ass kicked is a gift! It’s the only way to get better at anything - you have to go play people who are better than you. You don't get better playing in the B leagues. It’s the same in business. You have to go find EVERY team that's beating you, study how they sell, study how they win, and then go prosecute EVERYTHING inside your own business that isn't as good as theirs. I look at the best companies in our space all the time. If they're beating us anywhere - any use case, any objection, any deal - I study how they sell, how they price, how they package, what gaps their products fill. Then I look around ZoomInfo and ask: What can we improve? Our product? Our sales motion? Our messaging? Our marketing? Then we go fix the thing that's not working. This is what built @ZoomInfo. And it’s about to make Grace a better soccer player too.

Two weeks ago my Mom - an Iranian immigrant - sent me this clip from a newspaper article in 1979. She was stabbed in a hate crime while out for an evening with her brother in Columbus, Ohio. My Mom came to America for a better life and got here when Iran and America were great diplomatic partners, the ground changed under her in 1979 and it has never rebounded to the way it was when she arrived. But a better life is what she worked to deliver for her, my sister and me - and now we get to provide that to our kids and their kids. To do that she worked 16 hours a day as a nurse - a day ‘off’ was an 8 hour day. Even though we saw it - she made sure we knew too “Henry, I work so hard - I gave up all my life for you - just get good grades and go to college” :-) It wasn’t easy work either on her feet, with no breaks, no "stock options". She just did whatever it took to keep our family afloat. I remember having this moment early on in @ZoomInfo when I was like WOW - I'm making more money than my mom and I'm only working 12 hour days when she had to work 16 hour days!! I felt so lucky. In a world where ‘work-life balance’ has become a mantra - I feel lucky to be able to work hard, I feel lucky to be able to honor the work that my Mom did every day - I’d feel wrong not doing that. Any work ethic I have came from watching her do the impossible without complaining or a safety net. Whatever I build, however far I go, I’m just applying the principles that I learned from her. Being able to work hard is a gift.

Most CEOs walk into their board meetings trying to look BIG and BAD. I can tell you after ~45 board meetings, if you do that, you will get EATEN ALIVE! Try this instead… When I started I had no idea - after one of my early board meetings I went to Randy Winn (my PE board member and CEO of S&P Capital IQ) and said, “Randy, just tell me what you want me to do and I’ll go do it.” That was not the right approach(!!) Over time, I've refined how I've done them and I now have 4 golden rules. 1. Start every meeting with the last meeting's feedback. At the end of every board meeting, I call each director individually. What went well? What would you like more of? What concerns you? Then at the next meeting, I incorporate all of it. Boards notice when you listened. They notice even more when you don’t. 2. I write a 10-page memo before the meeting starts Every quarter, before I sit down with the board, I write a 10-page memo. What went well. What didn't. Where I'm focused. The metrics we said would improve: did they or didn't they, and why? I pull in EVERYTHING: product, GTM, retention rates, new business, customer conversations, employee calls. I prosecute that data until I understand all of it. Then I write it down cleanly, just the truth as I see it. 3. Pick one topic and go deep. In every board meeting we select 1 topic to really engage on with the board: new products, pricing and packaging, competition etc etc. And we pick just 1. The board's time is too valuable for surface-level coverage of everything. 4. Then give them the honest read. Not some polished BS, the reality of what's working, what isn't, and what I’m doing about it. Remember, your board might forgive bad results but they will NOT forgive stuff being hidden from them. P.S. this pic is with Todd Crockett and Randy Winn - both long time @ZoomInfo board members.

Great Use Case every GTM team should be running. Close a deal, find their competitors, enrich with your buying committee, send it to the seller who just closed it.

7/ ▶️ Watch how they built it youtube.com/watch?v=atCeMd79…

At @ZoomInfo, I stopped running weekly C-suite meetings. Like most enterprise orgs, they were failing in obvious ways and so we replaced them with something else... A daily 1-hour meeting with my full exec team. Weekly exec meetings can fail in several predictable ways: - Problems had 6–7 days to grow before anyone talks about them - They become political - execs pre-align in side conversations, then show up “aligned”. They’d say things like “I’ve already talked to James about this…” as a way to avoid the proper back and forth new initiatives deserve. - The meeting itself becomes this performative theatre of head nodding By the time issues showed up, they were harder and more expensive to fix. So we tried something new. Our daily standup has hard rules: Same execs, every weekday, anyone can add a topic to the agenda, no slides and DEFINITELY no pre-alignment. And we got rid of all standing 1:1s between execs. If our CMO and our CRO had a topic that had to be discussed, the daily standup was where to do it. (If you were executing on an initiative together that meeting was fine to continue) And we only cover four things: 1) What are the metrics on the key initiatives we are running? 2) What’s blocked right now? 3) What decision actually needs to be made? 4) What’s coming down the pipe that requires cross-functional coordination - no surprises? My favorite part about this is our weekly standup would fill about 30 minutes - and we’d be out of topics. Now, every 1 hour, daily meeting goes the full hour, every time. And it became the end of "getting up to speed", “we’ll take that offline” or “Oh my goodness, I didn’t know that was happening?!?” at ZoomInfo! After that, a couple of things happened almost immediately: First, issues showed up earlier - you can’t hide for a week when you’re checking in every day. Second, accountability became clearer. If inputs didn’t change and progress didn’t happen fast - and everyone could see who was responsible. Third, everyone had context for everything that was happening - every important decision was front and center for everyone to see and be a part of. If you've got other ideas for improving communication in large orgs, I'm listening.

I keep an index card on my desk and write down the names of trucking companies I see out my window... (Yes, it's weird) I now use @claudeai and @ZoomInfo's MCP integration to help. Let me explain. Every time I pass a business or a truck on the street I wonder to myself: "How do these guys get new customers? I bet they have to find xyz people at abc companies" and then I write the company name down or text it to myself and go look into it when I'm back at the office. My new office sits in front of a freeway, so when I need a break I look out the window, I see all these trucks with logistics company names on them (a great segment for us) So I write them down on an index card - and once a week I hand it off to one of our sales leaders and go "hey, make sure we are going after these". Then it dawned on me... I could just take a picture of that messy index card, upload it to Claude, connect it to ZoomInfo's MCP integration, and in seconds have it: - Identify each company - Check if they're already customers - Enrich with employee size, HQ, and buying committee - Pull contact info and LinkedIn profiles for sales and marketing leadership - Prep me for a first call with account research We went from chicken-scratch on an index card to a fully enriched target list with meeting prep - on my phone, in minutes. Check out how I do it in the video below.

TLC told us “Don’t go chasin waterfalls” but I’ve been chasing waterfalls MY WHOLE LIFE. I even got engaged in front of a waterfall. As a kid I used to hike to a local waterfall and cliff jump into a pond below. So, as you can see I LOVE Waterfalls. But all the waterfalls I love, have been FREE. Who would charge you for something that beautiful?? So when **ZoomInfo** rolled out waterfall enrichment, I had one rule: Make. It. Free. No more juggling Vendor A, B, and C. No more managing credits or building routing rules. You just enrich your data inside GTM Studio and get the most accurate result back. Done. All GTM Studio customers now get waterfall enrichment from 25 vendors for free.

I didn't start @ZoomInfo because I had some big entrepreneurial dream. I started it despite being EMBARRASSED that I'd have to tell people I ran my own small business. After college, when I decided to go to Law School, my close friend pulled me aside and said: "Henry, why the hell are you going to law school? You ARE business." The reason was, I didn't think I'd be proud to tell people I ran a business. But I could be proud to say "I'm a lawyer." 2 years later, I started ZoomInfo as I finished my first year of law school but I still led with “I'm a law student” when people asked what I did. Because all of us want to sit down at Thanksgiving and say “I do this” and have people respect it. With law, the pride is BUILT IN. Pass the bar. Get the title. Done. In business, pride looks different. It’s WAY harder to get but it’s also a lot more fulfilling. Nobody hands it to you. You earn it by looking at what you've built, looking at your team, and knowing it's actually good. Every year I write a memo as though I’m the “New CEO” of ZoomInfo, I’ve just started my role, and I’m getting in front of the board to tell them all the dumb things the last guy was doing. All of the areas that I’m NOT proud of yet. Sometimes there are areas in Product or areas in Support or Sales or Marketing. Areas that I don’t think would be a great reflection on me. And then I get to work on those areas. When you're running a company, you are CONSTANTLY running around finding every area you're not proud of and working on it until you are. It took me a long time to get there with business and it is a constant battle. But that battle is exactly what makes it more fulfilling.